Commercial Account Executive, Central

About the role

Glean is seeking a Commercial Account Executive who will drive new business and growth within commercial and mid-market-sized prospects by developing tailored strategies to break into and expand these accounts. This role demands account research, compelling messaging, and champion-building to deliver on customer pain points and priority business outcomes. You will have the opportunity to build a territory in the west region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing our mission to transform work with AI.

Responsibilities

• Sources and closes net new logos within a given territory in your book of business
• Has a proven track record of overachieving your targets
• Responds to inbound leads, including demo requests and event follow-ups
• Navigates organizational structures and identifies sponsors and champions
• Researches and understands the business objectives of your customers and performs a value-driven sales cycle
• Sales methodologies such as MEDDPICC and Command the message preferable
• Collaborates with internal partners to move deals forward and ensure customer success
• Consistently delivers ARR revenue targets and drives success through a metric-based approach
• Develops and executes sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings
• Provides timely and insightful input to other corporate functions
• Creates ROI and business justification reports based on a data-driven approach
• Runs tight Proof of Concept (POC) based on business success criteria

Requirements

• 3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to companies
• Commercial / Mid Market / Corporate segment selling experience is a must
• Ability to learn, pitch, and demonstrate a highly technical product and have the ability to adapt in a fast-growing and changing environment
• Clear examples of closing complex deals and selling into complex organizations
• Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory
• Previous experience building relationships and selling face-to-face to senior leaders
• Knowledge of best-of-breed software and a technical understanding of integrations, APIs, infrastructure management, security, and analytics
• Experience selling technical SaaS and cloud-based software solutions
• Previous experience working with multiple teammates, including SEs, BDRs, PMs, executives, and engineers

Location

This role is hybrid (must be based near Austin, TX)

Compensation and Benefits

The standard OTE range for this position is $180,000 - $230,000 annually. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused.

We’re committed to building and sustaining a diverse, inclusive workplace. We strive to attract and retain people with a wide range of backgrounds, experiences, and perspectives, and we do not discriminate on the basis of gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.

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AI-First Mindset at Glean:

At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn't required.

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